Director of Federal Sales

Job description

ABOUT BASE OPERATIONS Base Operations is a high-growth threat intelligence platform that decodes the world’s threat landscape into actionable security insights to protect people, assets, and operations around the world. Trusted by Fortune 500 companies and the U.S. Department of Defense, Base Operations empowers security teams to better assess threats, manage risk across their footprint, and make data-driven decisions using granular, street-level intelligence at global scale. Backed by top-tier investors and built by startup founders, technologists, and national security experts, Base Operations combines cutting-edge AI, geospatial analytics, and BaseEngine, our proprietary global threat model. We deliver the clarity decision-makers need in an increasingly complex security environment. Guided by a mission to transform reactive security into proactive intelligence, Base Operations is redefining how organizations anticipate and respond to emerging threats. POSITION OVERVIEW At Base Operations, we build technology that helps protect people and strengthen mission readiness. As our first Director of Federal Sales, you will lead the strategy and execution that brings our security intelligence platform to the Department of Defense, Intelligence Community, and Department of Homeland Security. You will own our federal sales strategy end-to-end: sizing markets, identifying and prioritizing opportunities, mapping stakeholder constellations, setting timelines, and driving campaigns that open doors. You’ll craft positioning that resonates with diverse federal audiences and ensures every conversation, from the Pentagon to Capitol Hill, connects to mission needs. Your work will span from high-level strategic engagement to direct business development: holding meetings with senior decision-makers, navigating acquisition pathways, and representing Base Operations as a thought leader and product evangelist at conferences, industry forums, and policy events. You will also manage and coordinate outsourced proposal writers, government affairs consultants, and lobbyists, ensuring our efforts are unified and targeted toward winning critical contracts. This is a high-visibility role reporting directly to the CEO, with the autonomy, resources, and executive backing to define how Base Operations becomes a trusted and indispensable partner across the federal landscape. KEY RESPONSIBILITIES MARKET STRATEGY & OPPORTUNITY SHAPING - Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS, with a focus on velocity and high-impact deals. - Assess and prioritize entry points, including engagement with DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways. - Shape opportunities early by engaging program offices, acquisition teams, and mission owners before requirements are finalized. CAPTURE & CONTRACT EXECUTION - Lead capture efforts, including competitive positioning, teaming strategy, and bid/no-bid decisions. - Coordinate proposal development with outsourced writers and internal experts to deliver timely, compliant, and compelling submissions. - Navigate federal acquisition processes and contracting vehicles (SBIR/STTR, OTA, IDIQ, sole-source). RELATIONSHIP BUILDING & THOUGHT LEADERSHIP - Cultivate long-term relationships with senior decision-makers, influencers, and contracting officials at the Pentagon, federal agencies, and on Capitol Hill. - Represent Base Operations at federal industry days, conferences, and thought leadership forums, sharing insights on security intelligence trends and mission applications. - Partner with marketing and product teams to align messaging, demos, and features with federal mission needs. QUALIFICATIONS REQUIRED - At least five years of success selling software or technical products into U.S. federal agencies, ideally across multiple markets such as DoD, IC, and DHS. - Demonstrated ability to win complex, multi-stakeholder deals in the federal space — from early opportunity shaping to contract close. - Strong grasp of federal acquisition and procurement processes, including experience with contracting vehicles such as SBIR/STTR, OTA, IDIQ, and sole-source pathways. - Knowledge of federal security and compliance frameworks (e.g., CMMC, FedRAMP, ATO) and how to position solutions to win business while planning the path to compliance. - Experience developing and executing go-to-market strategies that incorporate channel partners and resellers to expand reach and accelerate adoption. - Proven capability to assess and recommend optimal entry points into the federal market, including engagement with organizations like DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways. - Exceptional communication and relationship-building skills, with credibility to engage senior leaders at the Pentagon, federal agencies, and on Capitol Hill. - Comfort managing multiple high-priority initiatives simultaneously, including coordinating the efforts of outsourced proposal writers, lobbyists, and consultants. - U.S. citizenship. PREFERRED - Experience building a federal go-to-market strategy or standing up a sales function from scratch - Experience in a high-growth or dual-use (commercial + federal) technology company. - Previous professional experience within the DoD, IC, or DHS; veteran status preferred - MBA or other advanced degree - Active or recent federal security clearance